Recent Episodes
Feb. 18, 2025
Increase sales closing by improving your sales system (18)
W. Edwards Deming, the famous business theorist, industrial engineer and management consultant famously said “Every sales system is perfectly designed to get the results it gets.” Well, actually he said most of that, I just a...
Feb. 3, 2025
"I'm not interested" sales objection really means... (17)
What does the I"m not interested sales objection really mean?
Feb. 2, 2025
Two fears every sales rep should have (16)
If you are a sales rep or sales manager, you should be terrified of two things. 1. Failure: 2. Success without knowing why. FAILURE isn’t just about missing sales goals – it is about not understanding the root cause. You can’...
Dec. 17, 2024
Bullseye B2B lists turn your cold calling scripts into gold (15)
The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it. Over the years, working with B2B outre...
Dec. 15, 2024
Selling B2B--the one inch rule: the "stop short" B2B sales representative (14)
Today, we discuss the one-inch rule of selling. Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determin...
Dec. 3, 2024
Sales process steps: When to break the rules. (13)
Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on ra...